Sales model: from field sales to inside sales in 7 steps
Sales model is the strategy by which the company will sell. There are some different types, but basically, the ones that stand out the most are internal sales (inside sales) and external sales (field sales). From there, processes are deployed to ensure the best commercial results.
You have your vendors on the street, visiting customers daily and always looking for the best deal.
But, at the end of the month, the accounts don’t close: I mean, as much as sales have taken place, they somehow aren’t covering the costs of the operation.
This is where important metrics appear, such as CAC, Customer Acquisition Cost.
How long does a customer need to stay at your company for him to pay himself and finally start making a profit?
Depending on your sales model (if it is field sales, for example), it can be a high cost to pay.
Therefore, many companies are considering changing this way of selling to adopt inside sales.
But they run into obstacles to start this transition and complete the migration of the model.
Today’s text thus has the mission of helping you who want to change your company’s sales model.
We’ll talk about the important steps for the process and how you can get started.
Stay with us and check it out.
Sales model: what is field sales? And what is inside sales?
Inside sales (or inside sales) refers to any form of sale that is not made in person.
Unlike outside sales representatives (or field sales), they use other means to communicate with the potential customer.
They do this remotely, by phone and web phone, email, What Sapp and videoconferencing platforms.
Such a sales model is important for companies as they can provide immediate and real-time support for their products and services.
In other words, when the seller demonstrates the solution he sells, he can ask someone from the technical team for help (if necessary) to clarify doubts that a prospect may have.
Something that, let’s face it, is quite difficult when you have an outside salesperson, right? This is, by the way, just one of the advantages of the inside sales model.
Among B2B companies, the use of inside sellers has been – for some time now – quite popular.
According to a study by Sales loft, inside sales representatives are hired far more often than field sales salespeople.
It is, therefore, a clear and evident change of winds. After all, productivity when selling internally is much higher.
7 steps for you to understand how to change the model from external sales to internal sales
More potential customers can be reached in the same time – or even less.
That’s what the inside sales model provides for salespeople and, of course, for the sales industry as a whole.
So this means that for field sales representatives, change is inevitable. Yes, time is running out.
At some point in your career – perhaps in the company you are in today – you need to transition from the sales model.
You stop being an external salesperson and migrate to work in internal sales, from within the company itself.
But, how to do this in a smart and healthy way for everyone? It is not – we know very well – something that can happen overnight.
For this reason, we have separated into 7 the steps necessary to change, for good, the companies’ sales model.
1 – Start with the digital transformation
The first – and non-negotiable – stage is the digital transformation that the companies’ sales process needs to undergo.
Technology necessarily needs to be present for this sales model transition to be efficient.
Here, we can include the home office tools that are already known. After all, internal sales work can be done either from the office or from home.
So, it’s important to have:
- Sales CRM ;
- Marketing automation platform (to generate leads and integrate with CRM);
- Platform for video conferencing for sales demonstration ;
- Customer service channels such as online chat, chat bot, What Sapp plugin…;
- Web phone (to streamline and cheapen calls, in addition to having them recorded in the CRM);
- Platform for exchanging internal messages between sellers, technical team and the entire company.
You see: even if you are already familiar with this technology in your field sales work, when you change the model, you also change the way you deal with it.
Even because, it is very likely that in your external work you use the mobile version (or app) of these tools. What, now, will no longer be necessary?
For example, you will now fill in the CRM on your computer – not just the reduced version of the app.
It will also continue to be rigorous in fulfilling the steps within the sales funnel, doing all the necessary activities to get the customer’s “yes”.
Also, don’t forget to learn how to use a videoconferencing platform like no one else to be able to show potential customers what you sell.
2 – Give all the necessary physical structure
When we talk about tools needed to work, we need to understand that physical structure is equally important.
The internal salesperson needs to have a good computer and a good internet so that the connection is not blocked at any time when demonstrating the product or service.
Think of the work environment as a whole really: a bright, airy place with a comfortable chair (after all, it will be many hours of sitting) and a desk that isn’t cramped.
The salesperson will also need a good earphone – that muffles the noise – to be able to hear well in their calls and video calls.
It is essential that he has, at his disposal, virtual cards, presentations of the solution he sells, sales playbook, among others.
Although they are not tools, they are important resources that help the seller and help them to have greater persuasiveness at all times.
3 – Invest in training: lots of training!
Especially during the transition period, daily sales training is extremely important.
And here, think about absolutely everything that will be present during the company’s sales routine.
Understand initially that the outside salesperson is generally alone during the days.
Whether on the road or in the city, he is not exactly used to communicating and dealing with the sharing of spaces and even resources.
It is important, therefore, to familiarize these professionals with the company’s organizational culture – which will only happen with training.
Afterwards, you need to let them know the activities that must be done every day. About how, when, why and how much to do.
You see, this part is important: everyone needs to be aware of what they need to do as a daily task.
This will guarantee the success or not of your process; the success or not of pipeline management.
Have a sales meeting every morning to discuss what was done the day before, understand the difficulties and smooth the edges for the journey that begins.
Don’t forget, of course, to train the tools you use, as well as to assess how they are helping your salespeople.
In other words, if you have a CRM, you need it to be filled out so that the inside sales model actually has relevant metrics and data in order to be efficient.
Therefore, it is up to managers to make sure of this and to help sellers who are encountering difficulties.
4 – Have discipline in the routine
Discipline is critical for anyone who wants to be a successful salesperson. Not that this is an effective formula, but it brings predictability to the routine.
So, with a well-structured process, with well-defined funnel steps, the internal salesperson knows what needs to be done, right?
It is, therefore… to do!
Approach the lead as soon as they enter the pre-sales funnel, listen to their pains within a qualifying sales script.
Here, however, do not remain “blind” or closed in on pre-set questions. Listen carefully to see if the lead has fit with the company.
Discipline is essential to comply with the time necessary to carry out the follow-up.
After all, you need the answer to your appointment scheduling request, your business proposal, or even the electronic signature of the contract you submitted.
Reviewing the numbers from the day before and analyzing the opportunities you have at each stage of the funnel are equally important.
Are there stagnant opportunities at some point in the pipeline? Therefore, configure alerts so that this does not happen again.
Use your sales system to your advantage. This is to be disciplined within the adopted sales model.
5 – Use integrations, automation, templates and reports
One of the benefits of the inside sales model is the agility to approach, relate, delight and actually sell to customers.
But that only happens when you intelligently use the technology present in your CRM.
When you use integrations, automation and templates at the same time. And, of course, analyze reports to understand your sales performance.
So for example. Let’s say a lead converted to your site’s form requesting a service quote.
The integration with your website, added to automatic action, will open an opportunity (with all the data registered by the lead) directly in the funnel you chose (pre-sales? Sales?).
Another automatic action, now with an email template, will run. You can send an email saying that the request has been received and that a representative will contact you.
As soon as this email is triggered, an alert can appear (if configured) for the internal salesperson to call the lead as soon as possible.
The ideal, you know, is not to let this contact get cold. So approach the lead efficiently and listen to their needs.
If it makes sense, take it to the next stages of the funnel, or move it to the sales funnel.
6 – Find the right methodology and techniques
The sales methodology is also fundamental for you to be successful in your negotiations.
Certainly, face to face with the customer, some other factors such as body language counted more for you to get a sale or not.
However, with more time to think about your prospect’s pain, with CRM capabilities, you can choose the right methodology for every task you need to do.
- To qualify leads;
- To bypass objections;
- To apply up-selling and cross-selling strategies;
- To avoid a churn;
- To speed up some sales, etc.
There will be many challenges you will face. So, see which of the sales methodologies make the most sense in your day-to-day.
7 – Improve your knowledge more and more
No salesperson is so prepared that they have nothing more to learn. It just doesn’t exist.
Especially those who changed the sales model and moved from field sales to inside sales.
Knowledge is key. And you can purchase them in a variety of ways.
There are good articles on the internet, eBooks, videos and, of course, also use the best sellers books.
It is also essential that the company implement agile methods in the sales sector.
It is a good practice to encourage the exchange of knowledge and provide feedback to the process with more and more insights and improvements.
In this way, your transition from the external to internal sales model will go much more smoothly.
And you’ll be able to notice the improvements and benefits much more immediately.
So, how can we help you?
Enjoy and read two articles that will help you sell more and better within the inside sales model.
The first one has some valuable tips on how to sell over the phone.
The second covers 10 very important tasks that an internal salesperson needs to do every day.
Sales model is the strategy by which the company will sell. There are some different types, but basically, the ones that stand out the most are internal sales (inside sales) and external sales (field sales). From there, processes are deployed to ensure the best commercial results. You have your vendors on the street, visiting customers daily and…